ABOUT US:
We are a nationally ranked, safety-focused, and talent-driven organization focused on delivering project management services through tailored delivery models. Our strength is our ability to match a delivery model to specific project needs, making the construction process feel easy.
Our foundation is built on our people, culture, and values. Our teammates come first. We support each other through successes and failures and respect each other's ideas and opinions. We are a people-first company. We know there is always a way to do it better, so we seek and nurture curious minds with a desire to solve problems and move forward by being creative and curious together. We celebrate each other's successes and acknowledge hard work because we know our people are the backbone of our success. #StrongerTogether!
Leading with safety is our no. 1 priority. We believe it is a fundamental human right to have a safe workplace, so we dedicate ourselves to creating safe environments for our people and everyone we do business with.
In addition to a positive atmosphere, a happy, healthy, and supportive work environment is especially important. Upon joining CSM Group, we will provide you with a robust onboarding program to expose you to broad aspects of the organization by meeting with operations, business leaders, and peers to better understand how we operate.
SUMMARY:
CSM Group is seeking a Business Development Director to help accelerate the growth of our Project & Program Services (PPS) division. Our PPS model allows us to deploy experienced subject matter experts and advanced technologies that might otherwise be cost-prohibitive in traditional construction delivery models. Our teams work with top-tier clients in highly technical and regulated industrial sectors, delivering sophisticated project management solutions with agility and responsiveness. This combination of scale, expertise, and adaptability positions CSM Group as a trusted partner for complex industrial capital programs, service clients with global impact.
This newly created role reflects the continued expansion of PPS, which serves as a key growth engine for CSM Group’s future—both locally and nationally. You will focus on expanding market presence, developing strategic client relationships, and generating new opportunities across key industrial sectors, including pharmaceutical/life sciences, food & beverage, and advanced technology manufacturing.
The Business Development Director reports to the Senior Vice President of PPS, working closely alongside the Senior Vice President of Sales & Business Development and the Marketing team to drive strategic growth initiatives.
This role is national in scope and requires a highly strategic business development professional capable of identifying opportunities, developing strong client relationships, and positioning CSM Group as a trusted partner for large-scale industrial capital programs. Particular focus in this growth will be in establishing and maintaining long-term MSA assignments comprised of large teams (10 or more resources) performing a range of PPS services in project management. This would include PC/CM, Managed Services and Staff Augmentation support.
It is expected that the individual in this role will bring with them a healthy and comprehensive network of existing client relationships that provide fast-tracked opportunities for CSM Group.
KEY DUTIES & RESPONSIBILITIES
- Market Growth & Strategy
- Support annual revenue growth of approximately 15% within the PPS division.
- Build and manage a sales pipeline capable of generating 25% of the division’s gross profit.
- Develop and execute targeted growth strategies within key industrial sectors, including:
- Pharmaceutical / Life Sciences
- Food & Beverage Manufacturing
- Advanced Technology / Industrial Manufacturing
- Identify opportunities to expand CSM Group’s national market presence while continuing to grow key Michigan-based relationships.
- Evaluate market trends, client capital plans, and competitive positioning to identify strategic opportunities.
- Client Development & Sales Execution.
- Identify, pursue, and secure new client relationships within targeted industry sectors.
- Develop and maintain strong relationships with executive-level decision makers.
- Lead project pursuits, including:
- Opportunity identification
- Client engagement strategy
- Proposal development
- Pricing and pursuit strategy
- Articulate CSM Group’s value proposition and delivery models, including CM At-Risk, in ways that resonate with client operational and capital program needs, while maximizing CSM Group’s opportunities.
- Collaborate with internal marketing and leadership teams to develop targeted pursuit strategies and capture plans.
- Strategic Partnerships
- Develop relationships with key industry stakeholders, including:
- Engineering firms
- Equipment suppliers
- General contractors
- Industrial manufacturers
- Ecosystem networks
- Strengthen strategic partnerships that enhance CSM Group’s market visibility and project opportunities.
- Collaborate with leadership and marketing teams to develop targeted account strategies and capture plans.
- Internal Collaboration
- Collaborate with leadership and core departments as needed to align sales strategy with broader organizational growth objectives.
- Maintain strong internal communication regarding pipeline opportunities, pursuits, and strategic initiatives.
- Technical & Industry Acumen
- Develop a strong understanding of CSM Group’s service offerings, including:
- Owner’s rep
- Project controls/Scheduling/Estimating/Forecasting/Cashflows
- Program/Project/Construction management
- Site/Project safety
- Data integration & business intelligence
- CM Agency & CM At-Risk delivery models
- BIM coordination
- Communicate the value of CSM’s project delivery tools and systems, including:
- Procore
- Primavera P6
- Microsoft Project
- Power BI
- Building Connected
- Bluebeam
- Maintain accurate pipeline and deal tracking using CRM platforms such as HubSpot and LinkedIn Sales Navigator.
- An ability to maximize, interpret and apply data and trends being generated from the CRM platforms.
- Financial Performance
- Track and report sales pipeline, pursuits, wins, and losses.
- Develop and monitor sales KPIs in partnership with the marketing team.
- Understand cost structures, gross margins, and revenue drivers within the PPS delivery model.
- Analyze performance data to refine sales strategies and improve conversion rates.
COMPETENCY REQUIREMENTS:
- Develops Talent
- You place a high priority on developing others.
- You develop others through coaching, feedback, exposure, and stretch assignments.
- You align employees' career development goals with organizational objectives.
- You encourage people to accept developmental moves.
- Drives Results
- You have a strong bottom-line orientation.
- You persist in accomplishing objectives despite obstacles and setbacks.
- You have a track record of exceeding goals successfully.
- You push yourself and help others achieve results.
- Manages Complexity
- You ask the right questions to analyze situations accurately.
- You acquire data from multiple and diverse sources when solving problems.
- You uncover the root causes of difficult problems.
- You evaluate the pros and cons, risks, and benefits of different solutions.
- Optimizes Work Processes
- You identify and create the processes necessary to get work done.
- You separate and combine activities into an efficient workflow.
- You design processes and procedures that allow managing from a distance.
- You seek ways to improve processes, from small tweaks to complete reengineering.
- Plans and Aligns
- You set objectives to align with broader organizational goals.
- You break down objectives into appropriate initiatives and actions.
- You stage activities with relevant milestones and schedules.
- You anticipate and adjust effective contingency plans.
MINIMUM QUALIFICATIONS
- Bachelor’s degree in business, construction management, engineering, or related field, or a combination of relevant education and experience.
- Minimum 10 years of experience in business development or sales leadership within construction, engineering, and/or industrial services.
- Demonstrated ability to generate significant revenue growth through strategic client development.
- Strong interpersonal, negotiation, and communication skills.
- Proficient in assembling qualifications packages and pitching to clients.
- Strategic thinker with strong analytical and problem-solving abilities.
- Ability to travel up to 50%, including periodic travel to CSM Group’s headquarters in Kalamazoo, Michigan.
PREFERRED EXPERIENCE
- Background in industrial construction, manufacturing, and/or capital project delivery.
- Experience supporting professional services or staff augmentation delivery models.
- Familiarity with CM At-Risk project delivery.
- Experience with construction project management software, such as Procore.
COMPENSATION
- We will tailor a competitive compensation package commensurate with industry norms, based upon candidate qualifications, experience, and the agreed-upon KPIs from which the employee’s performance will be baselined.
BENEFITS FOR THIS POSITION INCLUDE, BUT ARE NOT LIMITED TO:
- Medical, Dental & Vision Package
- Eligibility begins date of hire
- Telemedicine is included in the benefit package at no additional charge to the employee
- The company provided annual HSA contributions
- Dependent care FSA, Medical FSA, Limited care FSA
- Unlimited Paid Time Off
- Holiday Pay
- 6 Paid U.S. Holidays
- 2 Paid Floating Holidays
- Employees hired on or after July 1 will receive 1 Floating holiday that year.
- Retirement Savings Plan 401(k)
- Employees have the option to contribute to Traditional and/or Roth 401(k) plans.
- Company 401(k) Matching Contributions
- Individual & group learning sessions on portfolio planning
- 100% vesting after 3 years of service
- Bi-weekly cell phone stipend
- Employer Paid Enhanced Employee Assistance Program (EAP)
- Including but not limited to: Emotional well-being, family and relationships, legal and financial matters, healthy lifestyles, work and life transitions
- Access to EAP professionals 24 hours a day, seven days a week
- 3 face-to-face sessions with a counselor (per area of support per household per calendar year)
- Service includes eligible dependents
- Personal, competency-based development program to assist in future career growth
- Wellness Program
- Paid Parental Leave Policy: Maternal, Paternal & Adoption
- Company Paid Short and Long-Term Disability Insurance
- Optional Term Life and AD&D Insurance
- Annual apparel allotment
- Corporate and Community Events
Physical Demands & Work Environment – Jobsite
The physical demands & work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Please reach out to People Operations should you require such accommodation(s).
While performing this job, the employee may be regularly required to drive to and from job sites/assigned locations, sit, walk, stand, talk, hear, and smell. A major portion of the employees’ tasks requires extensive walking around job sites, including active construction areas. The employee is required to traverse uneven terrain and work from ladders, scaffolds, and other structures, as well as work at variable heights. The employee is frequently required to use hands to and fine motor coordination like computer work. The employee is occasionally required to reach with hands and arms. The employee is occasionally required to climb or balance, stoop, kneel, crouch, and/or crawl. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
For Field positions, while performing this job, the employee must frequently inspect project sites and may be exposed to ongoing construction activities, vibrations, noise, and various outside weather conditions (in all seasons). The work environment involves moderate risks which may require safety precautions. The noise level in the work environment may range from quiet to loud. The proper use of Personnel Protective Equipment (including but not limited to safety boots, hard hats, and protective eyewear) is required on the job site. This Position Description reflects the position’s essential functions and does not prescribe or restrict the tasks that may be assigned.
CSM Group is an Equal Opportunity Employer (EOE). We celebrate diversity and invite all qualified applicants to apply without fear of judgment and pledge not to discriminate against individuals because of their race, color, religion, sexual orientation, national origin, gender or gender identity, pregnancy, physical or mental disability, veteran status, age, or any other status protected under applicable laws.